Customer Unit General Manager

Job Summary/Overview

Acts as the primary interface to the customer and manages all aspects of the customer relationship for a key strategic hyperscale data center customer.  This includes, but is not limited to:   account and engagement strategy, new business development, commercial manufacturing operations, and any after-market services provided to the customer. The GM must deal with complex and controversial negotiations, problem resolution, and project/program implementations all while doing this in an ever changing competitive and business climate. Must have the ability to manage up and down internally and externally in critical situations.  Will need to develop Director and VP-level relationships with the customer and prioritize multiple initiatives and priorities on a daily basis. As a Voice of the Customer internally at Celestica.  

Overall Responsibilities & Accountability

• Global strategic business interface for a major strategic account within the Global accounts group managing a hyper scale data center customer
• Responsible for the overall growth of the account by delivering to annual bookings and associated GM targets.
• Responsible for the overall customer program P&L and associated business decisions that drive changes to the P&L, such as operational deliverables (cost/quality/delivery), customer pricing and cost allocations.
• Manages and works closely with the customer sales team to create forward-thinking solutions that meet customer needs and position us to win new business awards
• Responsible (with legal) for commercial terms and contract negotiations.
• Ensures that all RFx responses & proposals are complete, accurate, on-time & consistent with the overall account strategy
• Develops executive level internal and external presentations to influence outcomes at Celestica and with the customer.   Internally promotes and get approval for customer proposals. 
   

Key Activities/Tasks

• Customer relationship management (issues, projects, escalations, etc.) 
• New business development (Growth/bookings, RFP/RFQs, P&L analysis, solution development, CRM, etc.)
• Internal metrics analysis and reporting (Revenue, Inventory, GM, EBIAT, ROIC and  Customer satisfaction 
• Business continuity planning, IT and physical site security requirements from the customer, sustainability and green initiative requirements, etc. are also part of the total solution to the customer
• Commercial mgmt. support (includes contracts,  reconciliation claims and pricing) 
• Customer and Celestica  technology roadmaps, forecasting, future needs assessments and internal alignment to ensure we can meet those needs
• Customer manufacturing and services site visit support 
• Develop and maintain an account Strategic Plan along with key stakeholders internally
• Manages an account team of Program Manager(s) and acts as the face to the customer for the business unit
   

Key Performance Indicators/Measures For Success

• Revenue growth, New bookings, and overall financial targets(GM, EBIAT, ROIC)
• Key P&L metrics at the BU level
• Customer satisfaction and scorecard rankings(if given)
• Completion of strategic initiatives to schedule
• Business expansion into key new strategic areas beyond traditional business leveraging account relationships, past Celestica business and performance 
   

Skills, Capabilities, Experience and Attributes

• Relationship Management
• Sales Process and Business Development Management
• Industry, Market & Technology Knowledge
• Financial and Business Acumen
• Understanding of Data Analytics
• Ability to learn internal IT tools
• Commercial Skills - Contracts, Financials, Quotations
• High degree of computer literacy, with proficiency in Microsoft Office applications
• Leadership, communication and teamwork skills, collaboration, conflict resolution, and leading through 
• Able to lead and navigate cross functional teams in a matrix organization
• Excellent understanding of Celestica's capabilities, offerings, sites, and key functional teams
   

Physical Demands

• Duties may require periodic sustained visual concentration on a computer monitor or on numbers and other detailed data.
• Overnight travel is required.
• The above demands are carried out within the existing local Health and Safety guidelines
   

Typical Experience

• Twelve-plus years plus  of relevant experience in an electronics manufacturing and/or related electronics field in sales/BD or account management roles

Typical Education

• Bachelor’s degree in a related field or consideration of an equivalent combination of education and experience
• Educational Requirements may vary by Geography

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time